Conflicts between marketing and sales functions concerning customer acquisition process in business-to-business firms … hurt profits. Marketing claims that sales disregards qualified leads; sales questions lead quality. To address such … marketing and sales interact? When does a decentralized structure erode profits compared to a centralized structure? We propose …

Sales and marketing ethics systematically examines marketing variables related to 4Ps of marketing (or marketing mix … and marketing activity causes various problems for organizations such as lack of customer trust, spoiled customer … premises of trust, ethics, and integrity will have a competitive advantage over those that do not. Ethical sales and marketing …

This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously … the authors in both Europe and North America. It has never been easier to produce great marketing content and sales … collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it’s not relevant to the …